Presentation Material
for FY2020 Q3
Sansan, Inc.
April 13, 2021

Disclaimer

In preparing these materials, Sansan, Inc. (“the Company”) relies upon and assumes the accuracy and completeness of all available
information. However, the Company makes no representations or warranties of any kind, expresses or implies, about the completeness andaccuracy. This presentation may contain future assumptions, prospects and forecasts based on planning, but these forward-looking
statements are based on the information that is currently available to us, and on certain assumptions that we assume to be reasonable, but
the Company does not promise to achieve these. Major differences may occur between the forecast and the actual performance, includingchanges in economic conditions, consumer needs and user preferences; competition with other companies; changes in laws, regulations andothers; and a number of other future factors. Therefore, the actual performance announced may vary depending on these various factors. In
addition, the Company has no obligation to revise or publish the future prospects posted on this site.
© Sansan, Inc2

Table of Contents

1 Consolidated Financial Results for FY2020 Q3
2 Main Management/Business Topics

3 Full-year Forecasts for FY2020
Appendix (Sansan Group Overview, Sansan Business, Eight Business, New Initiatives)© Sansan, Inc3

Table of Contents

1 Consolidated Financial Results for FY2020 Q3
2 Main Management/Business Topics
3 Full-year Forecasts for FY2020© Sansan, Inc

4

1 Consolidated Financial Results for FY2020 Q3Highlights of Q3YTD Results- Consolidated net sales increased 21.5% year-on-year, consolidated operating profit

increased 324.5% year-on-year
Net sales:

Sansan Business 19.3% increase y/y, Eight Business 49.1% increase y/yOperating profit: Sansan Business 40.0% increase y/y, Eight Business ¥176 million reduction of deficit y/y- Steady progress in both consolidated net sales and operating profit against the full-year
forecasts
Although consolidated operating profit has already exceeded the lower limit of the forecast range,
we plan to make various investments in Q4 to achieve medium- to long-term growth- High growth of "Bill One" online invoice receiving solution ongoing
TV commercials began airing in the latter half of February 2021
Number of subscriptions increased by 86.5% quarter-on-quarter© Sansan, Inc

5

1 Consolidated Financial Results for FY2020 Q3

Overview of Consolidated Financial Results
Net sales increased by 21.9% year-on-year
Operating profit margin improved as net sales increased, and operating profit increased
significantly(millions of yen)

FY2019Consolidated Results

FYI: FY2020

FY2020Q3 Results

Q3 Results

Q3YTD Results

YoY

YoY

Net Sales

3,376

4,116

+21.9%

11,753+21.5%

Gross Profit

2,931

3,630

+23.9%

10,321+24.1%

86.8%

88.2%

+1.4pt87.8%+1.8pt84

136+62.1%

823+324.5%

2.5%

3.3%

+0.8pt7.0%+5.0ptOrdinary Profit

6325-60.8%

479+490.4%

Profit Attributable to Owners of
Parent

-3

25

－

413

－

-0.10 yen

0.83 yen－

13.29 yen－

Gross Profit Margin
Operating Profit
Operating Profit Margin

EPS© Sansan, Inc

6

1 Consolidated Financial Results for FY2020 Q3

Factors Contributing to Changes in Consolidated Operating Profit
Although advertising expenses/personnel expenses increased due to the implementationof our growth strategy, operating profit increased by ¥52 million year-on-year due to theincrease in net sales
Status of Consolidated Net Sales/Operating Profit(millions of yen)

FY2019 Q3 Results

FY2020 Q3 Results

Net Sales

Cost of Sales
Personnel
Expenses

SG&A© Sansan, Inc

4,116

+739

445

485

+40

1,207

+260

794

625
1,492

1,275

(excl. Personnel Expenses
and Advertising Expenses)

Operating
Profit3,376

946

Advertising
Expenses

84

YoY

136

+169
+216
+52
7

1 Consolidated Financial Results for FY2020 Q3

Results by Segment
Net sales and operating profit increased (decreased loss) in both Sansan and Eight
Businesses year-on-year(millions of yen)

FY2019Net Sales

Q3 Results

FYI: FY2020

FY2020Q3 Results

Q3YTD Results

YoY

YoY

3,376

4,116

+21.9%

11,753+21.5%

Sansan Business

3,140

3,751

+19.4%

10,651+19.3%

Eight Business

235

366

+55.3%

1,104+49.1%

Adjustments

－

-1

－

-2

－

84

136

+62.1%

823+324.5%

Sansan Business

1,123

1,674

+49.1%

4,528+40.0%

Eight Business

-248

-179

－

-538

－

Adjustments-790-1,358－-3,166－

Consolidated

Operating Profit
Consolidated© Sansan, Inc

8

1 Consolidated Financial Results for FY2020 Q3

Sansan Business Overview
Net sales increased by 19.4% year-on-year
Operating profit increased by 49.1% year-on-year due to the increase in net sales and thedecrease in advertising expenses(millions of yen)

Sansan Business

FY2019

FYI: FY2020

FY2020Q3 Results

Q3 Results

YoY

Q3YTD Results

YoY

Net Sales

3,140

3,751

+19.4%

10,651+19.3%

Recurring Net Sales (1)

2,879

3,538

+22.9%

10,100+24.6%

Operating Profit

1,123

1,674

+49.1%

4,528+40.0%

35.8%

44.6%

+8.8pt42.5%+6.3pt

6,587

7,523

Subscriptions

Subscriptions+14.2%

163,000

167,000

yen

yen

0.56%

0.67%

+0.11pt

381 persons

478 persons+97 persons

Operating Profit Margin
Number of “Sansan”
Subscriptions
Monthly Sales per
Subscription (2)Average Monthly Churn
Rate over Past 12 Months(3)Number of Employees
in Sansan Division+2.5%(1) Fixed revenue with regard to “Sansan” (unaudited)(2) Monthly results for the end of Q3 in the Sansan Business (incl. some new services other than “Sansan”, unaudited)(3) Ratio of decrease in monthly fees associated with contract cancellations to total monthly fees for existing contracts© Sansan, Inc

9

1 Consolidated Financial Results for FY2020 Q3

Sansan Business: Recurring Net Sales
Recurring net sales steadily increased by 22.9% year-on-year against the backdrop of
steady increase in number of subscriptions
Recurring Net Sales (1)(millions of yen)
5,500

100.0%

Reccuring Net Sales

OthersOther Net Sales

Recurring Net Sales Ratio

95.3%

94.9%

94.3%
95.0%

91.4%

4,500

89.1%

90.2%
88.3%

88.9%

91.7%

89.1%

3,500

2,500

2,193
238

2,346

2,442

275

239

2,656
294

2,848
310

2,941

2,070

2,203

2,362

3,140
261

251

3,353

3,356

291

156

3,543
181

3,751

90.0%

212
85.0%

80.0%

1,500

1,955

91.3%

2,538

2,689

2,879

3,062

3,199

3,362

3,538

75.0%

70.0%

500

65.0%

Q1

Q2

Q3

Q4

Q1

Q2

Q3

Q4

Q1

Q2

-500

Q3
60.0%

FY2018FY2019FY2020(1) Fixed revenue with regard to “Sansan” (unaudited)© Sansan, Inc

10

1 Consolidated Financial Results for FY2020 Q3

Sansan Business: Number of “Sansan” Subscriptions, Monthly Sales and Number of Employees

Number of subscriptions increased by 14.2% year-on-year and monthly sales per
subscription increased by 2.5% year-on-year
Personnel recruitment mainly for sales department progressing smoothly
Number of Employees in Sansan Division

Number of “Sansan” Subscriptions and Monthly Sales per Subscription (1)（Subscriptions）
Number of Sansan Subscriptions
Monthly Sales per Subscription(Persons)

7,523¥8,000

6,587¥7,000¥6,000

5,362

5,823
5,616 5,738

6,032

6,754

6,263

6,969

7,230

420

429

443

478

190,000

381

167,000yen

340

170,000

355

308

163,000yen¥5,000150,000

247

254

272

143,000yen¥4,000130,000¥3,000110,000¥2,00090,000¥1,000¥070,000Q1e Q2e Q3e Q4e Q1e Q2e Q3e Q4e Q1e Q2e Q3eFY2018FY2019FY2020Q1e Q2e Q3e Q4e Q1e Q2e Q3e Q4e Q1e Q2e Q3eFY2018FY2019FY2020(1) Monthly results for the end of the quarter in the Sansan Business (incl. some new services other than “Sansan”, unaudited)© Sansan, Inc

11

1 Consolidated Financial Results for FY2020 Q3

Sansan Business: Average Monthly Churn Rate over Past 12 Months
Even in the COVID-19 pandemic, average monthly churn rate over past 12 months hasremained low at less than 1%
Average Monthly Churn Rate over Past 12 Months (1) for “Sansan”

0.95%

0.79%

0.67%

0.68%

0.56%

5月
FY2016Q4e

11月

5月
FY2017Q4e

11月

5月
FY2018Q4e

11月

FY2019
Q3e

5月

11月

FY2020Q3e(1) Ratio of decrease in monthly fees associated with contract cancellations to total monthly fees for existing contracts© Sansan, Inc

12

1 Consolidated Financial Results for FY2020 Q3

Sansan Business: “Sansan” Revenue Composition by Customer Size (Recurring Revenue)

No significant change in revenue composition ratio by customer size

“Sansan” Revenue Composition by Customer Size (1) (Recurring Revenue)

YoY(Revenue)

Company size
(Number of Employees)
More than 1,000

FY2020Q3e(Composition)

100 to 999
Less than 100

42%

＋

22.4
%

＋

39%

24.4
%

＋

19%

15.5
%

FY2016Q4e

FY2017Q4e

FY2018Q4e

FY2019Q4e

FY2020Q3e(1) Created based on monthly “Sansan” charge (unaudited)© Sansan, Inc

13

1 Consolidated Financial Results for FY2020 Q3

Eight Business Overview
Net sales increased by 55.3% year-on-year due to the expansion of B2B services
Operating loss shrank by ¥68 million year-on-year due to the increase in net sales(millions of yen)

Eight Business

FY2019FY2020Q3 Results

Q3 Results

FYI: FY2020

YoY

Q3YTD Results

YoY

235

366

+55.3%

1,104+49.1%

B2C Services

74

73

-1.4%

221

+1.9%

B2B Services

161

292

+81.4%

882+68.8%

Operating Profit

-248

-179

－

-538

－

Operating Profit Margin

－

－

－

－

－

Number of “Eight” Users (1)

2.65

2.86

+0.20

million people

million people

million people

1,354

2,132

subscriptions

subscriptions

Net Sales

Number of “Eight Company
Premium” Subscriptions+57.5%(1) Number of confirmed users who registered their business card to their profile after downloading the application© Sansan, Inc

14

1 Consolidated Financial Results for FY2020 Q3

Eight Business: Net Sales/“Eight” Users
B2B service sales increased by 81.4% year-on-year due to the contribution of logmi, Inc.
to the business performance
Continued growth of number of “Eight” users
Number of “Eight” Users (1)Net Sales(millions of user)(millions of yen)
B2C services

427

B2B services

366
¥3

337

2.21

311

2.29 2.35

2.44

2.51

2.58

2.65 2.70

2.76 2.81

2.86

¥2

251 253

168

34
55

187

353
263

292

109

¥2

236

179 181 161

120

90

235

¥1

120

63
¥1

56

59

66

72

71

74

73

74

73

73
¥0

Q1

Q2

Q3

FY2018

Q4

Q1

Q2

Q3

FY2019

Q4

Q1

Q2

Q3

FY2020Q1e Q2e Q3e Q4e Q1e Q2e Q3e Q4e Q1e Q2e Q3eFY2018FY2019FY2020(1) Number of confirmed users who registered their business card to their profile after downloading the application© Sansan, Inc15

Table of Contents

1 Consolidated Financial Results for FY2020 Q3

2 Main Management/Business Topics
3 Full-year Forecasts for FY2020© Sansan, Inc

16

2 Main Management/Business Topics

Online Invoice Receiving Solution “Bill One”: Service Outline
A service that can convert paper and PDF invoices into data with 99.9% accuracy andreceive them online
The service was released in May 2020
“Bill One” enables online receipt and centralized management of all invoices“Bill One” user companies

Side issuing the invoice“Bill One”
UploadOne-stop receipt
Attached
file by
Email

Mail

Digitization of invoicewith 99.9% accuracy
Centralized management
by database

Email notification

URL

Invoice URL inquiry“Bill One” will receive invoices on behalf of customers, and the subscriber companies can accurately view the data online© Sansan, Inc

17

2 Main Management/Business Topics

Online Invoice Receiving Solution “Bill One”: Numbers of Subscriptions and Size of Potential Market

Number of subscriptions increased by 86.5% quarter-on-quarter
Aiming for more than 1,000 “Bill One” subscriptions by May FY2021 against the backdropof vast room for coverage expansion in Japan
Numbers of Subscriptions

Potential Market SizeMore than

Number of companies in Japan (1)1,000Approx.

subscriptions

2 million〜+86.5%

Number of companies sending
invoices to “Bill One”

+184.6%“Bill One”
subscriptions
Q1e

Q2e
FY2020Q3e

Q4e
FY2021 (plan)(1) the number based on Economic Census for Business Activity in 2016 issued by the Statistics Bureau.
© Sansan, Inc

18

2 Main Management/Business Topics

Online Invoice Receiving Solution “Bill One”: Initiatives for Growth
TV commercials began airing in the latter half of February 2021
Has actively promoted recruitment since establishment of business division in December
2020“Bill One” TV Commercial

Number of Employees in Bill One Division

26
22
18

Dec. 2020© Sansan, Inc

Jan. 2021

Feb. 2021

19

Table of Contents

1 Consolidated Financial Results for FY2020 Q2 (six-month results)
2 Main Management/Business Topics

3 Full-year Forecasts for FY2020© Sansan, Inc20

3 Full-year Forecasts for FY2020

Consolidated Financial Forecasts
No changes to consolidated financial forecasts
Working to strengthen investment to accelerate growth, aiming for net sales growth rateof 30% or more in next fiscal year (ending May 2022)

FY2019FY2020(millions of yen)

Consolidated Forecasts
Net Sales

Operating Profit

Full-year Results

Full-year Forecasts

YoY

13,362

15,767～16,302+18.0%～+22.0%757

757～1,010+0.0%～+33.4%(1) We also expect to record a surplus in ordinary profit and profit attributable to owners of parent, but currently we are in a phase of actively investing to maximize shareholder value and corporate value over the medium to long term. Additionally,
since it is difficult to reasonably estimate some non-operating income and loss, we have not disclosed specific forecast figures.
© Sansan, Inc21

Appendix© Sansan, IncSansan Group Overview© Sansan, IncSansan Group Overview

Mission and Vision

MissionTurning Encounters
into Innovation

Challenges facedby business people
and companies

VisionBecome business
infrastructure© Sansan, Inc24

Sansan Group Overview

Overview of Business Segments
Comprises two business segments, the Sansan Business and Eight Business (1)Sansan Business

Eight BusinessUncover your hidden network.
Find opportunities. Make deals.

Business Social Networking Based on
Business Card Information

The No.1 share in B2B cloud-based business card management
service, Supporting the growth of the company by collectively
managing business cards owned by the company (2)Eight is a business management card app that builds yourown business network with imported business cards

B2B cloud-based business card management service
Business card digitization with 99.9% accuracy

A business card app that allows individuals toleverage their contacts
No.1 share in mobile contact management apps（3）(1) Net sales and part of cost of sales related to the online invoice receiving solution “Bill One” are allocated to each segment based on internally established rules, while the rest of cost of sales and all SG&A expenses are recorded as corporate
expenses that are not allocated to each segment(2) “Latest trends in business card management services and sales services [SFA/CRM/online business card exchange],” December 2020, Seed Planning, Inc.
(3) "Average number of monthly active users, domestic business SNS apps, January–December 2020 (App Store + Google Play)," January 2021, App Annie research© Sansan, Inc25

Sansan Group Overview

Features Characterizing the Business Platforms
Establish a solid position as a business platform
while diversifying medium- to long-term growth opportunities

Use in any situation,
regardless of industry
or occupation

Business Platform

Services available toall company employees
Center of ecosystems
with high potential
for expansion© Sansan, Inc

Used by business people
over a lifetime

High level of recognition
and brand power

Databases in which
information accumulates
automatically26

Sansan Group Overview

Competitive Advantages: Unique Structure and Technology That Enables Card Digitization with an Accuracy of 99% or More

The establishment of a business card digitization operation structure unsurpassedby competitors

Prompt and accurate digitization of a large volume of business card information

Scan large volumesof business cards

AI: Data entry

Human: Manual entry

Human: Final check

Database

Automatic and manual data entryof business card images

Cycle repeated since theCompany’s foundation

Combination of Technologies
Automatic detection andmicrotasking ofbusiness card information© Sansan, Inc

Automatic detection ofbusiness card language

Automatic sorting tooperators

Diverse network ofdata entry operators

Image processing
technology

27

Sansan Group Overview

Competitive Advantages: Overwhelming Market Share and Solid Customer Base
Sansan, the B2B cloud-based business card management market pioneer, has acquired
overwhelming market share and diverse set of customers
Overwhelming Market Share and Recognition

Solid Customer Base

Sales share in 2019 (1)Ver. 5 TV commercial (2)Sansan83.5%
Ver. 8 TV commercial(1) “Latest trends in business card management services and sales services [SFA/CRM/online business card exchange],” December 2020, Seed Planning, Inc.
(2) Won the top prize in the service and culture section of the 71st Dentsu Advertising Awards© Sansan, Inc28

Sansan Group Overview

Business Strategies
Realization of further growth of existing businesses and creation of new services forwhich proprietary technologies are utilized

Sansan Business

Eight Business+ Expand use of “Virtual Cards” function+ Increase number of subscriptions andsales per subscription+ Strengthen B2B service monetization+ Expand use of “Virtual Cards” function+ Improve business platform value

New Initiatives+ Online invoice receiving solution "Bill One"

© Sansan, Inc+ Event Tech services

29

Sansan Group Overview

Company Overview

Company Name

Sansan, Inc.

Foundation

June 11, 2007

Head Office

Aoyama Oval Building 13F, 5-52-2 Jingumae, Shibuya-ku, Tokyo

Other locations

Branch offices: Osaka, Nagoya
Satellite offices: Tokushima, Kyoto, Fukuoka, Hokkaido, Niigata

Subsidiaries

Sansan Global PTE. LTD. (Singapore)
Sansan Corporation (United States)
logmi, Inc.

Representative

Chika Terada

Number of
Employees

827 (As of February 28, 2021)

Capital¥6,281 million (As of February 28, 2021)

Net Sales¥13,362 million (FY2019)

Classification byType of
Shareholder (1)Domestic Financial Institutions:12.73%, Security Firms:0.91%,
Other Domestic Corporations:0.85%, Foreign Financial Institutions
and Individuals:36.67%, Individuals and Others:48.84%

Head OfficeKamiyama Lab

Sansan Innovation Lab(1) As of November 30, 2020
© Sansan, Inc

30

Sansan Group Overview

About Employees

Breakdown by Organization (1)Number of Employees(persons)

827
Sansan Division:
Sales, SD, CS etc.

713
Others

549
DSOC
402
Bill One Division827

employees

305
Eight Division
Sansan Division:Development
Sansan Division:
Others

FY2016FY2017FY2018FY2019 FY2020 Q3e(1) As of February 28, 2021
© Sansan, Inc

31

Sansan Group Overview

Impact of COVID-19 Outbreak and Main Initiatives
Since lifting of state of emergency throughout Japan, situation regarding businessactivity had gradually improve
Minimize negative impact through various initiatives
Up to and including FY2019 Q4

From FY2020(Up to May 2020)(From June 2020 onward)- State of emergency declaration throughout Japan liftedSocialConditions

SansanGroup- State of emergency declaration throughout Japan issued- Work styles based on remote working- Exercising of self-restraint on going out and remote
working accelerate- Needs for online business card exchanges- State of emergency declaration for some areas inJapan issued- Work style/environment improvements for telecommuting- Partial review of investment plan (1)- Restart recruitment activities- Temporarily ceased recruitment activities

SansanBusiness- Slowed pace of gaining new subscriptions (1)- “Virtual Cards” function newly installed- Reduction in gaining of leads due to cancellation ofoffline attracting event (1)- Holding of online seminars- Shifting of sales resources to expand utilization byexisting customers

Eight
Business- Holding of “Meets” offline business event cancelled (1)- Number of negotiations, etc. on improving
trend- Negative impact on “Eight Career Design” due toslowdown in personnel recruitment activities- Promotion of “Virtual Cards” utilization(1) Impacts and initiatives expected to continue from June 2020 onward© Sansan, Inc32

Sansan Business© Sansan, IncSansan Business

Service Outline of “Sansan”“Sansan” offers “business card management” features to transform unutilizedbusiness cards into assets
Challenges facing
companies• Business card information not shared within the office• Not aware of the value of business card
information• Insufficient internal communication

Major features of “Sansan”
Uncover your hidden network.
Find opportunities. Make deals.

•

Business card management/sharing/search•

Customer management

B2B cloud-based business card management service•

Company master information•

Contact management

Digitizes business card data with 99.9% accuracy•

Person master profile•“Sansan Data Hub”•

Organizational tree•

API related business card•

Cooperation function with Teikoku Databank•E-mail magazine delivery•

Distribution of personnel changes•

Internal contact list•

News feed•

Internal message•

Financial results analysis report•

Security control

User benefits© Sansan, Inc

Productivity Streamlined operations
Strengthening sales activities Creation of business opportunities
34

Sansan Business

Service Plans for “Sansan”
Providing basic company-wide use plan

1

Initial cost
(Initial costs)

A. Basic company-wide use plan

B. Previous plan (ID subscription)

12 months’ license cost

Cost according to number ofcontract IDs

Cost for digitizing existing
business cards

Data conversion costs for business cards
already held (there is an upper limit placed on
the number of business cards)

Timing of payment

At the start ofthe contract

2

Customer
Success Plan
(Initial costs)

Offer introduction support plans with individual quotation
Costs for implementation and operational support of “Sansan” services

At the start ofthe contract

3

Scanner(Running costs)

4

Monthly ¥10,000 per scannerRent scanners and tablets to customers, whose number responds to the number of
their office floors, and/or the number of branches

Determined according to the monthly

License cost
(Running costs)

number of exchanged business cards(annual subscription)

Tens of thousands to millions of yen per subscription© Sansan, Inc

Setting according to number of contract
IDs (annual subscription)
Fixed billing for each ID (there is an upper limit
placed on the number of business cards converted
into data)

At the start or
renewal of thecontract

At the start or
renewal of thecontract

35

Sansan Business

Potential Market Size in Japan (TAM) for Sansan Business
The number of users within current customers is limited, and there is room for tens oftimes more coverage expansion

Company size

“Sansan” Coverage“Sansan” Coverage（Number of employees）(Company) (1)(Employee) (1)＞ 1,000 employees

15.0%

2.7%

100 to 999 employees

3.3%

2.3%

＜ 100 employees

0.2%

0.8%

Potential fortens of times
coverage expansion(1) “Sansan” coverage is calculated with the number of subscription and total number of IDs in “Sansan” for FY2020 Q3e as the numerator and the number based on Economic Census for Business Activity in 2016 issued by the Statistics
Bureau as the denominator.
© Sansan, Inc36

Sansan Business

Tailwind of Market Environment
The work-style reform and digital transformation is boosting the need for B2B cloudbased business card management
Work-style Reform and ICT-related Spending in Japan (1)(billions of yen)

Digital Transformation Market Size (2)(billions of yen)

SaaS Market Size in Japan (3)(billions of yen)Communication Services

IT and Business Services
Software＋ ¥423.6
387.0＋ ¥516.2

449.0

Hardwarebillion750.4＋ ¥2,251.3

billionbillion276.9

3,042.5

1,117.8

965.6
542.0
601.6
1,071.0

1,115.5

791.2

2017
'05/5

2022
'05/5
forecast

2019
'05/5

2030
'05/5
forecast

2019
'05/5

2024
'05/5
forecast(1) Based on “2018 to 2022 Outlook of Work-style Reform and ICT-related Spending in Japan: by Hardware, Software, IT and Business Services, Communication Services” by IDC Japan (December 2018)(2) Based on “2020 Outlook of the Digital Transformation Market” by Fuji Chimera Research Institute(3) Based on “2020 New Software Business Markets” by Fuji Chimera Research Institute© Sansan, Inc37

Sansan Business

Number of Subscriptions and Sales per Subscription
Achieve growth through an increase in both the number of subscriptions and sales per
subscription
Increase Sales per Subscription
Increase the Numberof Subscriptions

More Utilization by Existing
Customers

Upselling• Expand sales coverage to large
corporations• Promote company-wide use (from• Provide optional functions

the sales department to the entire company)• Promote solution-based sales• Enhance implementation support• Partnerships with othercompanies, and M&As

• Promote regional expansion• Promotion of “Virtual Cards”• Enhance global expansion• Strengthening of collaboration with othercompanies’ partners

Number of “Sansan” Subscriptions

Monthly Sales per Subscription

3,185

7,523

¥86,000¥167,000

FY2015 Q3e

FY2020 Q3e

FY2015 Q3e

FY2020 Q3e

Approx.

2.4 times

Approx.

1.9 times(1) Monthly results at the end of each quarter (unaudited)© Sansan, Inc

38

Sansan Business

Expand use of “Virtual Cards” function
Started providing “Virtual Card” function in June 2020 against the backdrop of new work
styles such as remote working
Strengthening of syncing between other services, such as our service “Eight” and“Microsoft Teams (1)”Increasing successful
business deals with
Virtual Cards(1) Microsoft 365 is registered trademarks of Microsoft Corporation in the US and other countries© Sansan, Inc

39

Sansan Business

Improve value as business platform
By connecting various functions to “Sansan” with business card management function
and customer information as entry points
Promoting data utilization, aiming to increase its value as a business platform
In-house Developed Additional Functions“Sansan Data Hub”

External Services and Partners Integration“Collaboration with
Colleagues”

OpenAPI Provision (1)Business Card Management
TEIKOKU DATABANK, LTD.

Salesforce (2)External Service Information Distribution

Uncover your hidden network.
Find opportunities. Make deals.

DIAMOND,Inc.

TOYO KEIZAI(1) OpenAPI provided to more than 50 other companies’ services, including Sales Force Automation, Customer Relationship Management, Marketing Automation. A trademark of salesforce.com, inc., Salesforce is used with permission(2)© Sansan, Inc

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Sansan Business

Sansan Business: Outline of “Sansan Plus”
Through these three concepts, we will maximize the value of “encounters” accumulated
inside companies and solve business issues

Package of optional functions
usable within ”Sansan”

Utilize the “Sansan” services tocomprehensively support corporate
digitalization

Consulting to integrate data
scattered throughout thecompanies

Optional Functions

Sansan Plus Partners who provide
consultationson methods of utilization

Sansan Plus Partners specializing
in data utilization”Risk Intelligence powered by Refinitiv”

Accenture Japan Ltd

toBe marketing, inc.

”Survey Tool powered by CREATIVE SURVEY””Salesforce Opportunity Integration” (1)Realize Corporation”CloudSign Contract Management”(1) A trademark of salesforce.com, inc., Salesforce is used with permission.
© Sansan, Inc

41

Sansan Business

Sansan Plus App: Optional Functions that can be Added to “Sansan”“Risk Intelligence powered by Refinitiv”

Automation ofanti-social forces check

Creation ofconfirmation list

List API linkage

Checks against anti-social forces database justby scanning business cards. Prevents check omissions
and greatly reduces man-hours for compliance personnel“Salesforce Opportunity Integration” (1)SansanSalesforce

On “Sansan”, users can ascertain “Salesforce” businessnegotiation information along with in-house personal connection
information and business partner company information“Survey Tool powered by CREATIVE SURVEY”“Sansan” for Business Card
Management

Seminar Visitor Information
Questionnaire Results

Questionnaire solution that can provide the questionnairefunction necessary for B2B company seminars
integrated with “Sansan”“CloudSign Contract Management”

×Contract information can be viewed just by scanning a businesscard. Shorten the verification work and greatly reduced man-hours
for legal staff(1) A trademark of salesforce.com, inc., Salesforce is used with permission.
© Sansan, Inc

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Sansan Business“Sansan” Revenue Stack-up: Accumulation of Net Sales by Service-in Timing (Recurring Revenue)

Continued achievement of negative churn (1)“Sansan” Revenue Stack-up: Accumulation of Net Sales by Service-in Timing (2) (Recurring Revenue)

FY2016Q4e

FY2017Q4e

FY2018Q4e

FY2019Q4e

FY2020Q3e(1) Status where increase of revenue generated by the existing subscriptions is greater than revenue reduced as a consequence of cancellation(2) Created based on monthly “Sansan” license charge (unaudited)© Sansan, Inc

43Eight Business© Sansan, IncEight Business

Service Outline of "Eight"
SNS platform for business with the largest number of active users in Japan• Is not making the most out of business encounters

Challenges facing
business people• Desire to use business SNS without
becoming friends• Lacks sufficient access to business card information

Digitize business cards with high level of accuracy by using technologies developed through Sansan Division

Offering a lifetime SNS platform for business“Profile Management”

B2C Model

Monetize
opportunities© Sansan, Inc

Paid plan for individuals:“Eight Premium”“Contact Management
Communications”“Connect with Companies”(information gathering)

B2B Model
Paid plan for corporations:“Eight Company
Premium”

Ad. delivery:

Business events:

Recruiting platform:“Eight Ads”

“Meets”“Eight Career Design”

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Eight Business

Strengthening and Promotion of Monetization Plans
Accelerate and strengthen the development of paid plans for B2B
B2B
Paid plan for corporations:“Eight Company Premium”(Annual subscription)

Enables users to share their contacts with colleagues
Targeting small companies with under 20 employees

Ad. Delivery:

Pay-for-use charges
dependingon delivery volume (1)A service for delivering ads to “Eight” users
Timely and targeted advertising to career-oriented professionals“Eight Ads”

Fixed monthly fee(Contract for a fixed period)

Business events:“Meets”

Fixed fee per event (2)Recruiting platform:

Fixed monthly fee (3)“Eight Career Design”(Contract for a fixed period)

An event matching ”buyers“ and ”sellers“ from within “Eight”
Uses proprietary technology to accurately matchbusiness people together
Recruitment services targeting “Eight” users
Provides a new and unique targeted hiring method to the market

B2C
Paid plan for individuals:“Eight Premium”

Fixed monthly fee

Delivers additional functions to users, such as network data DL
Expand the overall number of “Eight” users, including free plan

(1) There is a minimum advertisement placement price and also a normal advertisement menu.
(2) There are multiple fee settings depending on the type of event held, etc.
(3) There is an additional charge when a decision to hire is made.
© Sansan, Inc

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New Initiatives© Sansan, Inc

New Initiatives

Services That Realize Digital Transformation
Developing services that convert and utilize various analog business information, suchas business cards
Analog information

×Business card
B2B cloud-based businesscard management service

Business cardmanagement app

Billing

Contract

Online invoicereceiving solution

Contract digitization solution

Digitization of billing

Digitization of contract

Our services

Step 1
Digitization of
analog information

Step 2
Utilization of digital
information

Digitization of business card withmore than 99% accuracy“Virtual Cards” to accelerate digitization

Deploy digitization technology tomedia other than business cards

Utilization ofbusiness card data
”Sansan Plus”

External Services
Integration

Technology sharing
with “CloudSign AI”

OpenAPI Provision
Realization of DX© Sansan, Inc

Turn any business data into an asset, solve corporate problems, change the ways people work48

New Initiatives

Service Outline of “Bill One”
A service that can convert paper and PDF invoices into data with 99.9% accuracy andreceive them online
In the COVID-19 pandemic, contributing to remote working/BCP (1) problem solving,
adding impetus to corporate growth“Bill One” enables online receipt and centralized management of all invoices“Bill One” user companies

Side issuing the invoice“Bill One”
UploadOne-stop receipt
Attached
file by
Email

Mail

Digitization of invoicewith 99.9% accuracy
Centralized management
by database

Email notification

URL

Invoice URL inquiry“Bill One” will receive invoices on behalf of customers, and the subscriber companies can accurately view the data online(1) Business Continuity Plan
© Sansan, Inc

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New Initiatives

Outline of Event Tech Services (Service portfolio)
Providing various kinds of solutions to solve business event management issues
Attendee management

Attracting attendees

Ads

Management of attendee business cards,
utilization of business card information
Event management

Attracting event attendees throughbusiness-oriented advertisements

Transcription

Event content transcription media
Distribution of information to attendees
Questionnaires/Surveys

Measurement of event satisfaction,communication with attendees
Card exchange

Virtual Cards
Encouraging exchanges at online events,
making event attendees active© Sansan, Inc

Medium- to large-scale event management,
vitalizing networking

Entry control

Virtual Cards

Seminar Management

B2B seminar management system

Easy and accurate next-generation
entry system using business cards

Event dissemination

ONAIR
Discovery of online events by attendees
Disseminating information on events being
held by organizers

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